Power Assymmetry in Negociation: A Study of Perceveid Power Differential and Cognitive Differentiation

Christian Guicherd, Maud Dampérat () and Alain Jolibert
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Christian Guicherd: Grenoble INP - Institut polytechnique de Grenoble - Grenoble Institute of Technology, CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique
Maud Dampérat: Grenoble INP - Institut polytechnique de Grenoble - Grenoble Institute of Technology, CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique
Alain Jolibert: INSEEC - Institut des hautes études économiques et commerciales | School of Business and Economics, CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique

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Date: 2011-03
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Published in Recherche et Applications en Marketing (English Edition), 2011, 26 (1), pp.23 - 38. ⟨10.1177/205157071102600103⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:halshs-01926612

DOI: 10.1177/205157071102600103

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